Networking for Success : The Art of

This book will help you build the tools to initiate a networking plan with specific goals, establish relationships that are meaningful and long-term, use electronic media to expand your network, and develop ways to promote yourself through your networking.Knowing how to network is an important skill for everyone to have.

Introduction

viii

Part 1: Understanding Successful Networking

Establishing Contacts with a Purpose

3

(1)

Networking Is a Two-Way Street

4

(1)

Avoiding Networking Pitfalls

5

(1)

Sharpening Your Networking Focus

6

(5)

Part 2: Building Networking Relationships

Cultivating Existing Contacts

11

(2)

Expanding Your Networking Circle

13

(1)

Scripting Your 30-Second Self-Introduction

14

(4)

Preparing for Networking Events

18

(2)

Nurturing Your Support System

20

(1)

Finding a Mentor

21

(6)

Part 3: Refining Your Professional Presence

Making a Positive First Impression

27

(2)

Turning Small Talk into Big Business

29

(2)

Conversational Do's and Don'ts

31

(1)

Mastering the Art of Listening

32

(1)

Projecting Your Image on Paper: Business Cards

33

(4)

Part 4: Bell-Ringing Telephone Techniques

Identifying Key Contact Points

37

(1)

Cultivating the Gatekeeper

38

(3)

Introducing Yourself by Telephone

41

(3)

Networking Through Voice Mail

44

(5)

Part 5: Networking via E-Mail and the Internet

Reaching Your Contacts Through E-Mail

49

(1)

Formulating an Effective E-Mail Message

50

(2)

Signing off with a Signature File

52

(2)

Tapping into Online Alumni Networks

54

(1)

Welcome to My Web: Creating Your Online Presence

55

(1)

Surfing the Web for Networking Leads

56

(1)

Netiquette Guidelines for Networkers

57

(2)

Taking Time for Snail Mail

59

(4)

Part 6: The Networking Power of Self-Promotion

Tooting Your Own Horn

63

(2)

Spreading Your News in a Press Release

65

(2)

Press Release Writing 101

67

(3)

Writing Bylined Articles

70

(3)

Putting a Face to Your Name

73

(1)

Promoting Yourself Through Speaking Engagements

74

(3)

Volunteering for Networking Success

77

(1)

Making the Most of Trade Shows and Conventions

78

(3)

Part 7: Special Networking Challenges: Novices and Veterans

Recent College Graduates: Learning the Ropes

81

(3)

Senior Executives: Searching the Hidden Job Market

84

(5)

Appendix

Putting It All Together: Creating Your Strategic Networking Plan

89

(2)

Author's Suggested Responses

91

(3)

Resources for Successful Networking

94

(1)

Online Networking Sites

95

(1)

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Networking for Success : The Art of Establishing Personal Contacts

Summary

Table of Contents

Supplemental Materials